New Business Account Executive - California · GitLab

Sat, 18 Apr 2026 15:47:02 GMT
Sales

GitLab · Remote, US · $66,000-$117,000 USD · remote

As a New Business Account Executive, you'll play an important role in GitLab's growth. You'll focus on acquiring net-new customers and expanding our market presence. You'll build relationships with C-level and senior technical buyers at high-growth companies, manage the full sales cycle from first outreach to close, and create your own pipeline through consistent, high-quality prospecting.

In this greenfield territory, you'll support change and innovation, help customers navigate their decision process, and act as a trusted partner to new customers as they adopt GitLab's AI-powered DevSecOps platform. You'll collaborate closely with a dedicated SDR pod, Solutions Architecture, Marketing, and Customer Success.

Responsibilities:

Manage the full new logo acquisition cycle from first outreach through close for high-growth target accounts

Build and maintain strong pipeline coverage through consistent, high-quality prospecting across phone, email, social, and creative outbound channels

Run effective discovery meetings to uncover business pain, quantify impact, and align GitLab's value proposition with executive-level priorities

Navigate complex, multi-stakeholder sales cycles, engaging C-level executives, IT leaders, and cross-functional buying committees to drive consensus

Develop and execute strategic territory plans, including account segmentation, prioritization, and tailored engagement strategies for high-potential prospects

Partner with Solutions Architecture and Customer Success to orchestrate technical evaluations, proofs of concept, and smooth post-sale handoffs

Apply GitLab's sales methodologies, including MEDDPICC and Command of the Message, to qualify pipeline, support healthy deal progress, and maintain predictable forecasting

Maintain consistent Salesforce practices with detailed account notes, use cases, and competitive insights that support accurate forecasting and continuous improvement

Requirements:

Experience in B2B SaaS sales focused on net-new logo acquisition and new business development

Demonstrated success building territories from scratch, generating pipeline in greenfield accounts, and closing new customers

Familiarity with consumption-based or usage-based business models and ability to position value beyond traditional licensing structures

Strong discovery, qualification, and consultative selling skills for engaging C-level executives and multi-stakeholder buying groups

Ability to manage multiple complex opportunities at once while maintaining an organized prospecting and follow-up cadence

Proficiency with a modern sales tech stack, including tools such as Salesforce, Clari, Outreach, ZoomInfo or Cognism, LinkedIn Sales Navigator, Gong, and 6sense

Comfortable working in a dynamic environment with a focus on continuous learning, coaching, and iteration

Openness to candidates with varied backgrounds who bring transferable new business, prospecting, and relationship-building skills

About the team: The New Business team is responsible for driving net-new logo acquisition and expanding GitLab's presence in untapped markets. Operating like a startup within GitLab, the team is made up of New Business Account Executives partnered with a dedicated SDR pod and supported by Sales Engineering, Marketing, and Customer Success, collaborating asynchronously across multiple regions and time zones.

The primary opportunities ahead include accelerating adoption of GitLab's AI-powered DevSecOps platform in high-growth segments, refining our outbound strategies based on real-time market feedback, and sharing insights that shape our go-to-market approach.